From Data/AI Literacy to Fluency to Culture
AI and Commercial Excellence: B2B
How has AI become an essential growth driver for B2B business models?
A relationship model that has been turned upside down
- The world went online when the COVID-19 pandemic hit: everything that had previously been done in person was forced into virtual space.
- Sales was no exception. The new remote sales environment presented challenges, but it achieved a surprising degree of success.
- Today, the sales forces of major B2B groups are evolving at a rapid pace to adapt to these new ways of selling a product, service or solution.
- Key account customers have become more sophisticated and demanding. Sales are becoming increasingly digital, and operating models more hybrid between physical and virtual.
Volumes of data have exploded
- Today, the number of daily business demands is increasing, while reachability rates are decreasing, significantly complicating the sales role.
- B2B is no exception, and with data volumes exploding, salespeople are finding it increasingly difficult to maintain complete and reliable databases.
- The volumes of data to be analyzed have exploded, whether internal (transactions, complex offers) or external (competitors' activities).
A growing number of AI-based solutions
- Solutions automate operations and data processing.
- Use cases are multiplying and generating increasing value for the sales forces of large organizations.
- These solutions enable you to:
- Gain an accurate understanding of the market and sales opportunities,
- Score and prioritize prospects according to their skills and degree of readiness,
- Clean, enrich and qualify customer databases on an industrial scale,
- Focus sales efforts on strategic sales,
- Build individual relationships through insight.
